Organizational Networking is an eminently modern concept and has been more and more investigated by scholars in recent years. However, little research has focused on the impact of Organizational Culture on Organizational Networking. The reason of this is that there is a duality in the field of culture between culture within organizations and culture within organizational networks. We argue that none of those stances alone can provide a comprehensive view of cultural phenomena within networking organizations and that a new perspective should be taken. In order to investigate the subject, we bring in the concept of Interorganizational Culturing and investigate it from an Actor-Network Theory perspective, which leads us to the following research question: which are the actors of Interorganizational Culturing in a networking organization? To gain insight on the topic, we have searched for theories on cultures within both the scope of organizations and organizational networks to build upon. In order to illustrate our research, we have conducted unstructured interviews in accordance to Actor-Network Theory principles. Our investigation was led through the use of convenience sampling method and was performed with six large Swedish organizations which activities differ and size varies. Our findings suggest that there are both structural and cultural actors to Interorganizational Culturing, the latter being the ones that can be influenced by the organization. The Actor-Network Theory perspective enabled us to show that many of the dynamics are sparked by nonhuman entities such as components or Organizational Culture (values, beliefs, behaviours). Therefore managers should reflect upon the fact that the potential of improving interorganizational collaboration in their organization lies in their very hands and that they should ask themselves the following question: how ready are we to collaborate more in order to compete better?

This thesis focuses on one key theme, which is to understand the construct of organizational networking behaviors in business-to-business markets. It is concerned with two main issues, which are built into the research program of three empirical studies. The first issue is concerned with a systematic understanding of organizational behaviors in response to the embeddedness and interconnectedness of the network of business relationships that every organization has to deal with. Study 1 of the research program explores the concept termed ‘organizational networking behaviors’. This study adopts an industrial network approach, the central tenet of which is that firms undertake a continuous process of interaction with their important partners in the embedding context of the business network. A multi-informant approach, using semi-structured interviews, was used to collect qualitative data from thirty-one executive managers (in fifteen manufacturing firms in the UK). This study identified information acquisition, opportunity enabling, strong-tie resource mobilization and weak-tie resource mobilization as four types of organizational networking behaviors, which are reflected by their respective sub-types. The resulting conceptualization of organizational networking forms the basis for the operationalization of the construct in Study 2. While Study 1 takes an exploratory qualitative approach, Study 2 deploys a confirmatory quantitative approach since it is necessary to confirm/refute the resulting conceptualization and its types from Study 1. A rigorous scale construction and validation process was followed in this study. The conceptualization of the measurement model was carefully considered based on its theoretical underpinning. A second-order formative measurement structure was conceptualized, which required the employment of a multiple indicators and multiple causes (MIMIC) model for the validation of such a measurement model. A dataset of 603 responses was collected and analyzed to confirm the structure of the four types of organizational networking behaviors, which is in line with the results of Study 1.The second issue that the thesis is concerned with is the influences of such organizational networking efforts, which are examined from a firm’s behavioral perspective. Study 3 examines how organizational networking behaviors serve as the driver of a firm’s customer-oriented, competitor-oriented and relationship-oriented behaviors due to the sensing and seizing aspects of networking. It was also hypothesized that a firm’s customer-oriented, competitor-oriented and relationship-oriented behaviors positively affect firm performance. The test of these hypotheses required survey data collection, which was done through an on-line questionnaire. A dataset of 354 responses was collected from UK managers, whose organizations operate in business-to-business markets in either the manufacturing or services sectors. The use of statistical modeling techniques is similar to that of Study 2. The research results indicate that a firm’s network-oriented behaviors positively impact on the development of customer-oriented and competitor-oriented behaviors. They also foster relationship coordination with its important business partners within the network. In addition, the effective management of the firm’s portfolio of relationships is found to mediate the positive impact of network-oriented behaviors on firm profitability.